2020

Ten insights on the future of SAM

Strategic Account Management Association

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers.

Crime Doesn’t Pay, But Relationships Do

Upland

There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows.

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Trending Sources

Becoming the expert for your customer

Jermaine Edwards

Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research.

How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

What Are the 12 Tenets of Key Account Management & Why You Need to Know?

Account Manager Tips

Share. Tweet. Share. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management.

OpenView Venture Partners raises $450M for sixth fund, its largest to date

Openview

The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.

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More Trending

The Business Review: a modern classic, so important also during difficult times

KAM With Passion

How are strong relationships built? By talking to each other and by making sure that conversations are meaningful to both parties. What is true in the private life is true in business as well, especially between a supplier and their customers.

New Year, New Energy, New Approach, and New Results!

Revenue Storm

2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year should generate excitement and new energy.

How to Gain Better Access to Senior Leaders in Your Strategic Accounts

The Chapman Group

By: Denny Chapman Jr.

Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

Sales 118

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?

Forecast challenges? You have a relationship problem.

Upland

Forecast calls the world over follow a fairly uniform structure. Regardless of company size, a CRO gathers her sales leaders and runs them through the standard paces: Calling the numbers; closed/won progress; a fly-over of top deals with an update on the current state of play.

B2B 195

How to get better and greater results for you and your customers in two steps

Jermaine Edwards

The hard reality. Everyone works hard with and for their customers but not everyone gets a reward. Throughout most of my early career in sales, I struggled. In fact, the first real sales job I had I sold Garden furniture door to door in South Carolina.

Honing Your Remote Selling Abilities

Engage Selling

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

The Key Account Manager’s Christmas Gift Guide

Account Manager Tips

Are you struggling for Christmas gift ideas for the key account manager in your life? Don't worry, I got you covered. If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition!

How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Seen on the Web – A selection of interesting posts (November 2020)

KAM With Passion

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. You will probably see a lot from them in future issues of this selection.

B2B 130

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

17 Common Virtual Selling Mistakes to Avoid

RAIN Group

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

Strategic Account Management Best Practices Checklist

The Chapman Group

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization.

How to Reduce Zoom Fatigue in the Sales Process

The Center for Sales Strategy

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon.

Learn from the best: The 2020 SAMA Excellence Awards winners

Strategic Account Management Association

By SAMA Editors. The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

The Account Management Imperative: Focus on Your Existing Customers and Deliver Value

Upland

Political strategist James Carville famously noted, “It’s the economy stupid” to remind his team to maintain their focus on the most important issue of the presidential campaign.

Five Critical Customer Conversations

Jermaine Edwards

Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others.

Staying Focused During These Times

Engage Selling

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

Help! How Do I Tell Clients About a Price Increase?

Account Manager Tips

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

How a Marketing Leader Relentlessly Drives Alignment With Sales

SBI Growth

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

Sales leaders: are your sales ship and crew ready for rough sea?

KAM With Passion

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. You know that this will continue for a while and will happen again in the future. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain.

Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month

Groove HQ

KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process.

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Your Playbook to B2B Conversational Marketing

Speaker: Tyler Pleiss, AMB Manager - Strategic & Kristen Rauch, ABM Manager - Expansion

Many marketers are still hesitant about going all in on a chat-forward approach, especially when they're trying to pair one with an Account-Based Marketing strategy. Don't worry — we've got you covered. Join Ottavio Dattolo and Kristen Rauch, ABM managers at Terminus, to see examples of real chat strategies you can put into action as well as how chat can fit into a multi-channel engagement strategy.